As we discussed in yesterday’s post (Part 1), to think different when working with centers of influence (COIs), you have to go beyond CPAs and attorneys. Instead, you must expand your definition of COI to include anyone who knows you and what you do for a living and is in a position to send qualified prospects in your direction. Easier said than done? Not at all! Let’s look at more real-world examples of atypical COI success to illustrate what can happen when you start to think different.

Do you remember Apple’s iconic ad campaign from the late 1990s, urging people to “Think Different” about computers? I’m frequently reminded of that campaign (which I loved—and no, I don’t care about the grammar issue) when I speak with advisors about working with centers of influence (COIs).

Today's post continues our case study series, showcasing the many creative solutions you can take when helping clients with complex planning issues. Here, we’ll explore the possible business opportunities that can result from landing your dream client.

Recently, I had a conversation with an advisor that got me thinking about the importance of seizing everyday opportunities. In my experience, too many advisors wait for the right moment to make a big change that will transform their practice. Unfortunately, big opportunities don’t come along that often. A better strategy is to make the most of the small opportunities that come your way all the time. With that in mind, I’ve decided to write a few posts focusing on little things you can do to achieve big results. They don’t require additional staff or resources, but they do require a willingness to try something new.

According to ClientWise, elite advisors gain more than 70 percent of their new clients through introductions, and the Oechsli Institute found that high-net-worth people prefer to be introduced to their advisor by someone they trust. So, if there’s one skill you should master for production growth, it’s gaining introductions to high-quality prospects.